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How to generate four MICE requests in 24 hours

With many hotels, convention centres and DMC’s experiencing a decline in business and revenue from the meetings and incentive sector, it has never been more important for MICE suppliers to address these issues and invest in a global sales strategy to boost MICE sales in the most efficient way possible.

A MICE supplier’s time is far better spent attending MICE events, conferences and trade shows than spending much-needed time and money on individual sales calls. So, how can a sales person generate four MICE requests in a 24-hour period?

Meeting & Incentive Forums (http://www.mi-forums.com) are intensive sales events consisting of one-on-one, pre-scheduled meetings between buyers and suppliers designed to maximise MICE sales in the most efficient way possible. During the event, each supplier receives an average of 8.6 requests and after the event, suppliers receive an average of 24.8, totaling an impressive 33.4 requests as a direct result of the forum.

Each Meeting and Incentive Forum lasts a total of four days, with buyers attending on two-day cycles. MICE suppliers are guaranteed to meet with at least 50 elite agency and corporate buyers from companies such as American Express, Coca-Cola, Grass roots, CWT and Philips. There are numerous networking opportunities which give suppliers the opportunity to meet buyers in a relaxed and informal environment.

Despite the current financial breakdown and declining occupancies, the global mice market is forecast to show steady growth over the next three years. MICE suppliers cannot afford to be complacent about this prediction and should continue to implement effective sales strategies to remain at the forefront of the MICE industry.

The next Meeting & Incentive Forum will be held in Prague, The Czech Republic from May 12 – 16 2009 and will target European buyers from a variety of countries such as the UK, Ireland, France, Germany, Italy, Belgium, The Netherlands, Switzerland and Scandinavia.

Meeting & Incentive Forums Meeting & Incentive Forums are part of Big Worldwide. The first Meeting & incentive Forum was launched in 2003 in London as a solution to a marketplace that was demanding a fresh approach. The M&I Forums offer MICE suppliers the opportunity to attend an event with vetted, hand selected MICE buyers, all of whom have confirmed budgets to spend. Participating suppliers will be able to conduct a series of private 20-minute meetings with 50 qualified buyers during the four-day events. All meetings are pre-scheduled, with the buyers themselves booking the appointments so that the suppliers can be assured of their genuine interest in the product. Buyers attend the events for two days and can choose which dates they prefer to attend. Networking opportunities are presented throughout the events including lunches, refreshment breaks, champagne receptions, gala dinners and social activities which are also included. Big Worldwide also owns and operates Great Hotels Organisation , a global sales and marketing company dedicated to working with independent hotels and small chains. GHO has been providing a wide range of sales and marketing services focusing on the meeting and incentive sector since 1998.